拜访步骤精要.ppt

客户为什么不购买Why Customers Resist Buying 认为没必要 No Perceived need (他们不认为有盈利机会) (they don抰 perceive/believe in the opportunity for gain) 认为没好的方案 No Perceived solution (他们不相信你的方案表)(they don抰 believe in your solution) 不信任 Distrust (若干理由 - 有些可能与你有关，也有些可能与你无关)(any number of reasons - some may be related to you, some may not) 不着急 No urgency (客户要推迟作出决定)(customer wants to put off the decision) 共同的销售过程 Common Selling Process 我们通过共同的销售过程来解决客户不购买的问题。 We utilize a common selling process to help overcome customer objections.  我们称之为客户陈述销售过程。 We call it the Sales Process. 这是一套直观辅助方案，协助你销售我们的产品、提供我们的服务